Checkpoint still 'channel-friendly' despite services launch
- 10 March, 1999 15:45
Any vendor that launches a professional services arm of their business naturally raises the eyebrows of resellers who are fearful of seeing precious services dollars snatched away.
However, Checkpoint's managing director Peter Sandilands is claiming the rollout later this year of its professional services offering is nothing but positive for the channel.
"Our approach to this is that our professional services operation acts as an overseer and project manager for a security project, but the actual work itself is done by the partners," he said.
"So we're actually bringing the business to the partner rather than taking it away."
Checkpoint is targeting only the very high-end global accounts where the customer would prefer "to deal with one supplier".
"We'll actually be taking local partners into deals in which they would never have had a look in."
Checkpoint will engage immediately in the deal and most of the services work it provides will be in the architectural design.
"This will also be a way of doing skills transfer, because we'll be passing onto the reseller a lot of information about designing an architecture," Sandilands said.
To further ensure it doesn't cut out its channel, Checkpoint will charge a premium more than what one would normally expect to pay for security services. This means that when it subcontracts the local partner, "they don't have to take a bath to get involved".